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Trade News

Jan. 1, 2006
DentalEZ Group includes Columbia Dentoform

DentalEZ Group includes Columbia Dentoform

DentalEZ® Group announces the inclusion of Columbia Dentoform® as its newest product brand.

Previously a stand-alone division, Columbia Dentoform is being welcomed under the DentalEZ Group umbrella. Under the new corporate structure, the DentalEZ Group of companies will meet a wider set of customer needs and offer a wider breadth of product to the dental market.

For well over 80 years, Columbia Dentoform has been providing dental simulation products to dental teaching institutions worldwide. In addition, the company supplies practicing dentists with models for patient education.

“Columbia Dentoform has set the standard of excellence for innovative and accurate educational models for dental students and dental patients worldwide,” said DentalEZ Group President Gordon Hagler.

DENTSPLY combines forces into new entity

DENTSPLY International Inc. has announced the formation of DENTSPLY North America, a new sales organization that effectively combines the field and sales management functions of six United States businesses - Caulk, Professional, Alliance, Rinn, Maillefer, and Pharmaceutical.

The sales organizations for these DENTSPLY divisions will now be supported by a common sales management structure with four primary organizational components - field sales, distributor sales, sales merchandising, and sales operations. This structure will provide opportunities for improved cross-divisional selling synergies, single-point of distributor contact, consistency in customer processes and policies, and expanded cross-divisional merchandising support.

DENTSPLY North America will be responsible for executing sales strategy and driving sales growth. The individual divisions will continue to develop, manufacture, market, and support their own product lines. Sales representative responsibilities will remain unchanged.

“These six DENTSPLY distributor-based sales organizations all have a dental office focus, common customers, and sales methods,” said Gary K. Kunkle, Jr., chairman and chief executive officer. “These similarities present us with a tremendous opportunity to leverage teamwork and share best practices in order to further accelerate internal sales growth by gaining alignment and critical mass at the distributor level. This initiative will provide improved support to our distributor partners, improved cross-divisional sales synergies, and increased value to our end user customers.”

Schein reps, friends hold annual chili cookoff

Left: The winners of the 2005 chili cookoff included (from left), Todd Krischan (third place), Chuck McGill (second place), and Kurt McNulty (first place). Below: A group photo.
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Sullivan-Schein employees and guests from Midmark, PSA, Knudson Sales, and Kage Distribution gathered in the fall for the 15th annual chili cookoff. Held prior to the Michigan-Penn State football game in Ann Arbor, reps from Farmington Hills, Grand Rapids, and Lansing, Mich., as well as Toledo, Ohio, had the opportunity to enjoy some great chili and fun.

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“Everyone had fun tasting and voting on their favorite chili. We look forward to this event every year. It’s a great way to get together with your co-workers and their families,” said Jody McGill, Sullivan-Schein regional operations manager based in Farmington Hills, Mich.

DTI expands to Minnesota market

Dental Technologies Inc., recently expanded its North American dental laboratory operations through the acquisition of Hermanson Dental Services, Inc., DTI’s largest acquisition to date. Based in St Paul, Minn., Hermanson Dental has served its customers for more than 55 years. Hermanson Dental has more than 100 full- and part-time employees who have chosen to join the DTI organization and contribute to its future growth.

“We are honored that the Hermanson dental team has chosen to become part of the DTI organization. We look forward to a long and rewarding relationship,” said Paolo Kalaw, chief executive officer of DTI.

Pro-Dex excited about IntraVantage acquisition

Pro-Dex, Inc., has announced the acquisition of certain assets related to the dental business of IntraVantage Inc., the developer and marketer of intraosseous drug delivery technology for medical and dental applications.

Commenting on the acquisition, Patrick Johnson, president and chief executive officer, said, “Completing this transaction marks a new chapter in growth for Pro-Dex as it is indicative of how we intend to utilize the infrastructure we have put into place during the past three years, and leverage the profits and cash we have generated to enable us to benefit from products we have recently developed. Acquiring the technology related to a product that we already exclusively manufacture will enable us to move one level of distribution closer to the end-user, reducing the cost of the product to the end-user while increasing the profitability of the product.”

Given the success of the original IntraFlow Anesthesia Delivery System released in 2003, Pro-Dex was engaged by IntraVantage to design a more compact, better performing and ergonomically pleasing handpiece as the central component of the system. Pro-Dex subsequently entered into an exclusive supply agreement with IntraVantage and began to deliver handpieces to IntraVantage in March of 2005. IntraVantage began selling the product in limited distribution in July of 2005, efforts that will now be assumed and enhanced by Pro-Dex with the completion of this transaction. In addition to the sale of the handpiece, Pro-Dex will also be selling the disposable products related to the handpiece that are consumed with each clinical procedure.

Straumann wins technology award

At an official ceremony in Miami, Fla., the Straumann Group was recently presented with the 2005 Medical Device Technology of the Year Award for its next-generation dental implant surface technology, SLActive. The award, which recognizes excellence in technological innovation, is one of the Best Practices Awards bestowed by Frost & Sullivan, the global growth consulting company.

Straumann’s SLActive implant surface technology promises to set a new standard in tooth replacement and patient care by reducing healing times by half, to just three to four weeks. The implications of this are shorter treatment protocols, higher predictability, and reduced risk with earlier loading.

Charlestein honored at gala birthday event

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Premier Dental Products Company recently celebrated the 90th birthday of its chairman emeritus, Morton Charlestein. The celebration was held during the ADA meeting in Philadelphia with an extraordinary event at the National Constitution Center.

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The party reflected the true values of Charlestein and the Premier family, and was attended by more than 250 members of the dental industry. Dr. Gordon Christensen (left) paid tribute to Charlestein and Premier, and lauded the company’s integrity and innovation.

Stanley Bergman, chairman, chief executive officer, and president of Henry Schein, also spoke in honor of Charlestein, and highlighted both the strong personal relationship that the two share as well as the committed partnership between the two companies. Also honoring Morton was Larry Cohen, Benco Dental’s chairman. Cohen spoke of Charlestein’s virtue and the long history between Benco and Premier, now continuing into the next generations.

All in attendance were reminded of Charlestein’s personal and business values, specifically, “Remember who you are,” an adage that has guided him throughout his life and career.

Among those attending the birthday bash were (left to right) Lynne McHugh (Sullivan-Schein), Tim Sullivan (Sullivan-Schein), Stanley Bergman (Sullivan-Schein), Larry Cohen (Benco), Brian Watson (Sullivan-Schein), and James Brezlawski(Sullivan-Schein).
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Premier Dental is a family-owned business, now in its 92nd year. The company was founded by Julius Charlestein, Morton’s father. Their vision and tradition are carried through by Gary Charlestein and Julie Charlestein, and the extended Premier Dental family.

Brown president-elect of DIAC

Tim Brown, currently the business manager of 3M/ESPE, has been elected as president-elect of the Dental Industry Association of Canada (DIAC).

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Brown will continue his duties as vice president of DIAC and director of the conventions portfolio until his presidential term commences on May 1, 2006. He will then assume the responsibilities of president for a period of two years.

Milan’s Expodental a success

Recently, the 33rd International Expodental opened the doors of Fiera Milano City to innovation in the dental sector.

Milan was the stage for a melting pot of ideas and challenges from Italy, as well as foreign countries which made up about 25 percent of the exhibitors, with an increase in square meters of exhibition space from 2004.

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This edition was held for the last time in historical Hall 20. In an ever-growing market, International Expodental lays its claim as an event in continuous evolution with more than 320 exhibitors and 20,000 visitors.

With the scope of competition from top-level shows in Germany, Brazil, the United States, and the Far East, International Expodental has built up its policy of internationalization with numerous successful workshops (New York, Casablanca, Moscow, Tallinn, Beijing, and Mumbai) in 2004 and 2005.

For more information on this year’s show or next year’s event, scheduled for Oct. 4-7, 2006, log on to

Boston Patterson reps travel to Pulpdent

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Pulpdent Corporation recently hosted Patterson Dental’s Boston branch sales representatives at Pulpdent’s manufacturing facility in Watertown, Mass. All 30 representatives from Patterson’s Boston store attended. The group attended the training session to learn more about Pulpdent and its products.

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After a tour of the Pulpdent factory, the attendees visited tables that were set up like convention displays for training purposes. At each table, they had the opportunity to view and learn more about Pulpdent products.

The training session was followed by a PowerPoint presentation given by Larry Clark, sales manager and director of clinical affairs for Pulpdent. The presentation, titled “Fist Full of Dollars,” trains dealer sales representatives to compete against direct sale manufacturers. After the PowerPoint presentation, the group participated in a question-and-answer period and then was served lunch.

Sultan Chemists acquires Sultan Dental

Sultan Chemists, Inc. has acquired Sultan Dental Products Ltd., a New Jersey-based manufacturer of professional preventive products. Sultan Chemists will combine all sales, marketing, operations, and supply chain functions with their existing operations in Englewood, N.J.

“This acquisition will deliver to our customers faster delivery, expanded field support, single contact for purchasing and shipping, and more focused marketing and sales activities,” said Paul Seid, president of Sultan Chemists. “Herb Wolfe’s pioneering efforts with Sultan Dental have positioned the company for considerable growth and future success. Our friendship has been a hallmark of my years in the dental industry.”

“For 28 years, Paul Seid and I have enjoyed an extraordinary partnership. I wish him well as we both pursue our interests in the dental industry,” Wolfe said.

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The focus on three businesses - dental, medical, and international - and four product groups - dental, medical, infection control, and preventives and oral pharmaceuticals - will allow Sultan to become an even more valued supplier to healthcare professionals and to its distribution partners.

Sultan Chemists, founded in 1872, will now be home to the well-known brands GENIE® Impression Material, PUREVAC® Evacuation System Cleaner, PROSONIC® Ultrasonics, COMFIT® Face Masks, ASSURE® Plus Sterilization Pouches, SENSITEMP® Temporary Cement, VERSATEMP® Crown and Bridge Material, HYDROCAST® Functional Impression Material, TOPEX® Topical Anesthetic, TOPEX® Fluorides, TOPEX® ProphyPaste, and UPGRADE® Disposable Prophy Angles.

Whip Mix holds annual dealer training

Whip Mix Corporation recently held its annual dealer training seminar in Louisville, Ky. The seminar was attended by representatives from Benco Dental Supply, Patterson Companies, Lincoln Dental Supply, Henry Schein Ash Arcona, Darby Dental, Gateway Alloys, and Great Lakes Orthodontic. Through hands-on training, each attendee created their own metal casting using Whip Mix products to pour gypsum models, mount models on an articulator, sprue wax patterns, and invest the patterns to create a finished casting. The training sessions were conducted by the Whip Mix sales team and certified dental technicians. The four-day seminar concluded with an afternoon of horse racing at Churchill Downs, home of the Kentucky Derby.

Front row (from left): Maria Oliver, Darby Dental; Anne Steinbock, Whip Mix; Teresa Moore, Whip Mix; Crystal Forier, Lincoln Dental Supply; Denise Buskirk, Lincoln Dental Supply; Carla Halverson, Patterson Companies; Maureen Cosgrove, Lincoln Dental Supply; Stacey Meredith, Whip Mix; Shirlee Noland CDT, Whip Mix; and Bryan Murphy, Whip Mix. Second row (from left): Maike Rademacher, Whip Mix; Nannette Boyd CDT, Whip Mix; Jason Jackson, Whip Mix; Enrico Romano; Darby Dental; Anita Seekins, Whip Mix; Keon Seto, Henry Schein Ash Arcona; Denise Millar, Henry Schein Ash Arcona; Rod Lobazar, Henry Schein Ash Arcona; Mary Schmitt, Great Lakes Orthodontic; Lucia Oswald, Gateway Alloys; Shirley Moore, Whip Mix; and Joyce Harrison, Whip Mix.
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For more information on the next dealer training seminar, please contact Anita Seekins at (800) 626-5651, ext. 207, or email [email protected].

Schein celebrates 10th anniversary by opening NASDAQ

Henry Schein, Inc., recently celebrated its 10th anniversary as a publicly-traded company by opening The NASDAQ® Stock Market. Surrounded by senior Henry Schein executives and partners from the healthcare professions and public and private sectors, Henry Schein Chairman and Chief Executive Officer Stanley M. Bergman officially began the trading day at a ceremony at NASDAQ’s MarketSite in New York City.

“It has been a wonderful 10 years for Henry Schein,” Bergman said. “Since our first share of stock was traded on Nov. 3, 1995, Team Schein has grown from 2,500 members to more than 11,000; we have expanded operations to now include 19 countries around the world; our sales have increased at a compound annual growth rate of nearly 23 percent; our market cap has grown from $300 million to $3.7 billion; and our stock value has climbed from $8 per share to $42.91 - a five-fold increase. Two years ago we were recognized as a Fortune 500 company, and we continue to grow steadily.”

At a reception prior to the opening, Bergman discussed the company’s ongoing commitment to its five constituencies - shareholders, customers, vendors, Team Schein, and society. Noting the importance of social responsibility, Bergman discussed Henry Schein Cares, the company’s global corporate citizenship program. He urged other CEOs to find ways to contribute the core competencies of their companies, and to forge strategic partnerships with other businesses, professional associations and the public sector.

“Whether it is providing disaster response and relief, supporting national public health initiatives, or initiating programs to help the less fortunate in their home communities, I encourage all executives to find ways for their companies to give back,” Bergman said. “Our experience at Henry Schein, particularly our success over the past 10 years, has proven that Benjamin Franklin was right - a company can do well by doing good.”

Danaher announces dental platform changes

Alexander Granderath, group executive of Danaher’s Dental Platform, recently announced the following changes to further strengthen the dental business.

Bob Joyce has been appointed president of KaVo-North America. Joyce will have regional responsibility for all North American dental businesses, including KaVo, Gendex, DEXIS, and Pelton & Crane. Joyce joined Danaher in 1993 and has held positions of increasing responsibility, including most recently, president at Accu-Sort Systems.

In further support of global growth, Mike Weatherred has been appointed vice president of global accounts for the entire dental platform. Weatherred will have responsibility for key global accounts for all dental businesses including KaVo, Gendex, DEXIS, and Pelton & Crane.

In passing

Fukuo Morita, honorary chairman of the J. Morita Corporation, passed away on Oct. 4 at the age of 83.

He was the first recipient of the Dental Trade and Industry Award from Pierre Fauchard Academy in 1994, and received the distinguished merit award from the Japan Dental Trade Association in 1991 and the FDI Special Recognition Award in 2002.

He was president of the Japan Dental Wholesalers Association two times, from 1974-1980 and from 1982-1986, chairman of the Japan Dental Industry Council from 1975-1977, chairman of the Japan Dental Trade Association (before becoming a corporate body) two times from 1978-1980 and from 1982-1987, and the first chairman of the Japan Dental Trade Association (a corporate body) from 1987-1989. He also served in leading positions for many other dental industry organizations during his more than 56 years in the dental industry.

Morita was president of the J. Morita Corporation from 1966-1992, then served as the company’s chairman from 1992-1997.

Aspen Dental opens new headquarters

Aspen Dental Management, Inc. (ADMI), the largest privately held retail dental practice management group in the Northeast, will invest more than $7.75 million in a new 44,500-square-foot, state-of-the-art corporate headquarters in the Syracuse, N.Y., suburb of DeWitt. The facility, which includes $1.25 million in new technology and equipment, is scheduled to be completed in the spring of 2006.

The expansion project will add 75 jobs and retain the existing 85 currently employed in the company’s current headquarters/Practice Support Center in North Syracuse, N.Y. The company currently has about 800 employees throughout its operating area in the Northeast and Midwest.

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ADMI’s new facility marks a major milestone for the company, which was established with 13 offices in four states in 1998 and has now grown to nearly 80 offices in seven states.

Late addition to Buyer¿s Guide

In addition to the company listing found for DentalEZ on page 31, please note that the company makes the following products - Burs, stones, points, and blocks; instruments, hand; lubricants; scalers and inserts; amalgamators and accessories; cabinets; chairs and accessories; compressors, air and accessories; handpieces, angles; handpieces, fiberoptic, and systems; intraoral camera and video imaging system; lights, curing and operating; scalers, ultrasonic; stools; units and components (delivery systems); vacuum units and accessories (oral evacuation); curing units; and pumps

Schein holds summits for Gulf Coast dentists

With the support of the American Dental Association (ADA), Louisiana Dental Association (LDA), and the Mississippi Dental Association (MDA), Henry Schein, Inc., recently underwrote two special conferences for dentists in the Gulf Coast region whose practices were affected by Hurricanes Katrina and Rita. The sessions, entitled, “Emerging from the Storm,” covered economic recovery; licensing requirements for relocating dentists; insurance recovery; financial funding from governmental and private sources; cash flow management; and other topics of interest.

Presented free of charge by Sullivan-Schein Dental, the conferences were held in Baton Rouge, La., and Jackson, Miss. According to the ADA, total annual billings of dentists in the affected areas were $760 million. The hurricanes affected 6,300 dental employees with a total payroll of more than $18 million per month, and who treat more than 3.6 million patients annually.

In addition to Henry Schein, the conferences were supported by CitiCapital, a division of Citigroup, Inc., and by Palo Alto Software, Inc., which provided free software donations.

Pictured from left to right: Dr. Mark Stringer, general practitioner, Mississippi; Gavin Smith, Ph.D., Disaster Policy Analyst, FEMA; Wolfgang Friedel, President and CEO, stratEX; Connie Lane, Executive Director, Mississippi Dental Association; Todd Carter, Regional Manager, Sullivan-Schein; Jeff Chatham, Zone Manager, Sullivan-Schein.
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